AECOM Federal Capture Manager in Germantown, Maryland
United States of America - Maryland, Germantown
AECOM is looking for a Federal Capture Manager in the Washington DC Metro area who will be responsible for the capture leadership of assigned opportunities in support of the National Governments market strategy. The qualified candidate must thrive in a dynamic environment where they manage and execute the full capture life-cycle across multiple simultaneous pursuits and proposals. Must be highly- motivated, detail-oriented, and self-directed to assist in leading responses of Statement of Work/objectives and competitive RFP/RFQ/RFI requests. The candidate must learn and understand AECOM products and services and adapt to our proposal best practices to lead capture efforts. Must be able to establish and maintain solid working relationships and communication with technical staff, managers, and peers, regularly interacting with all levels of management, functional POCs, staff, and customers with a high degree of tact and diplomacy. Candidate will build internal teams and work with industry teammates, working with Business Development, proposal staff, SMES, and operations to position AECOM for successful pursuits. They will gather, assess, and validate customer requirements, working closely with client account managers (CAMs) to identify customer needs and constraints to ensure a winning solution. Candidate will develop, organize, and execute capture lifecycle activities, including the development of value propositions, call plans, price-to-win analyses, business cases, and project plans that drive win strategies. Candidate will assess win probability, develop win plans/strategies, and address gap analysis to win business with new and existing customers. Must exercise sound judgment within broadly defined practices and policies. Must exhibit business and technical vision, disciplined strategic thinking, analytical presentation and problem solving skills, and the ability to collaboratively work across internal business lines. Excellent written and oral communication skills are required.
Develop, organize, and execute capture lifecycle activities,
Early win strategies encompassing value propositions, business cases, project plans, opportunity gate reviews, black hat sessions, collaboration sessions, and proposal reviews
RFIs, sources sought, white papers, and workshops
Develop bid and proposal cost estimates
Creation and execution of call plans
Pricing strategies to enhance win probability
Customer requirements assessment and validation to identify gaps and emerging requirements
Ensure timely delivery of compliant RFI, sources sought and proposal responses.
Work with Proposal Management to translate voice-of-customer requirements into proposal strategies and win themes.
Drive all aspects of the capture successfully through the AECOM Win Process.
Communicate resource needs and leverage resources, collaborating with subject and technical matter experts, functional leads, and Program Managers.
including building internal teams and working with industry teammates.
Interact routinely with all levels of Division, Operation and Group management, infrastructure POCs, staff, and customers, and follow through on tasking.
Brief capture status to senior management at specified milestones in the capture process, when material changes occur and as needed and for key gate reviews.
Conduct after action reviews for all business opportunities, document lessons learned, and identify necessary adjustments to capture technique, strategy, and actions.
- Bachelor’s degree in a related field and 10+ years of related experience.
Experience with federal government acquisition processes.
Proven leadership skills in developing, organizing, and executing significant capture activities, including building industry teams, assessing win probability, and ensuring execution of customer call plans to win business with new and existing customers.
Extensive knowledge, experience, and success in winning captures of large scale opportunities over $100M
Demonstrable understanding of all contract types (non-IDIQ, IDIQ - single or multiple award contracts), as well as payment types (e.g., FFP, T&M, cost plus).
Ability to travel as necessary based on negotiated work location, up to 10% per month.
Demonstrated working knowledge of the Federal Acquisition Regulations (FAR).
Ability to lead local and geographically-dispersed teams.
Ability to use automated tools such as Microsoft Office and Teams to present ideas, information, and reports.
Key qualities include: sound business judgment, keen conceptual skills, intellectual discipline, self-confidence, imagination, well-developed management skills, and the personal ambition to play a major role in the growth and success of an innovative infrastructure company with a strong heritage for quality and responsive service.
Advanced training in Capture Management and Winning strategies.
Ability to gain internal support, operate independently with limited supervision and feedback, and establish a solid working relationship with technical staff, division managers, and peers.
Proven and proactive history of problem solving and winning bids.
Experience with Federal Civilian agencies such as FAA, NASA, DOE and DHS are a plus
Ability to work and execute a quick reaction process for all government responses.
Excellent interpersonal, problem solving, and business acumen.
Confidence and experience dealing with senior executives; ability to multi-task and work efficiently in fast-paced, time-sensitive environment.
Exhibit leadership traits and personal characteristics necessary for success.
What We Offer
When you join AECOM, you become part of a company that is pioneering the future . Our teams around the world are involved in some of the most cutting-edge and innovative projects and programs of our time, addressing the big challenges of today and shaping the built environment for generations to come. We ensure a workplace that encourages growth, flexibility and creativity, as well as a company culture that champions inclusion, diversity and overall employee well-being through programs supported by company leadership. Our core values define who we are, how we act and what we aspire to, which comes down to not only delivering a better world , but working to “make amazing happen” in each neighborhood, community and city we touch. As an Equal Opportunity Employer, we believe in each person’s potential, and we’ll help you reach yours.
Job Category Program and Project Management
Business Line Geography OH
Business Group Design and Consulting Services Group (DCS)
Country United States of America
Position Status Full-Time
Requisition/Vacancy No. 238908BR
Additional Locations US - Arlington, VA - 3101 Wilson Blvd
Clearance Required No
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability or protected veteran status.